Leading a sales organization is no easy task. You have to be on top of the numbers and understand exactly how different teams are performing across the organization. You need to be able to report on current sales performance and plan for the future. If growth continues the way it is, do we need more people on the ground?
You need balanced and fair territories that provide your sales reps with enough scope to hit their quotas. You also need to be looking at where there are potential risk areas that may need investigation further down the line.
All this information currently lives in spreadsheets across different databases. Extracting relevant information from these spreadsheets not an easy task when you are not an analyst.
When you have compiled your analysis and findings, you will need to present it to key stakeholders to ensure they fully understand and are able to make informed decisions for the success of the business.
1. How to visualize current territories
If your current territories existing only in a spreadsheet or drawn on a map on the wall, you will find it very difficult to match these territories with sales data from their CRM system. Understanding the balance and alignment of these territories will also be quite time consuming.
2. Compare territory sales performance
Once you’ve identified that your territories are under or overloaded with customer accounts you need to find a way to realign and balance those territories. You can do it in a spreadsheet, but it takes lots of formulas and time to do it. You need it done now so that this downward trend does not continue.
3. Share findings with key stakeholders
You’ll need to be able to communicate your analysis and findings in an efficient and comprehensive manner when reporting to key stakeholders. You need to show them your rough work so that they trust the data you are presenting them with.